Tony
Goodson
Summary
Tony has 17 years experience of Selling and Account Management
in the I.T Industry; selling large I.T solutions, which include Services,
Consultancy, Software and Hardware. Also
has experience of Telecoms, Banks, Outsourcing, Large Bids, CRM, and Sales
Training.
Most recently was a Senior Consultant in Knowledgepool
Consultancy (formally ICL/Fujitsu training), training Salespeople in advanced
and basic selling skills, as well as technical overviews, and providing
consultancy and training to external organisations and ICL/Fujitsu. Particular strengths in working with a broad
range of clients including, Fujitsu, DMR, ANZ Bank, Telecoms, Internet SMEs,
Local Government, Central Government, Law Enforcement, National Health
Service. Strong
technical skills.
ATTRIBUTES
|
PERSONAL |
MARKET/TECHNICAL |
|
Account Management and Sales
skills |
Telecoms, Government, I.T |
|
New Business Prospecting and
Qualifying |
How the Internet works and
e-business models |
|
Large Project Proposals and
Delivery |
CRM - Siebel Systems Trainer |
|
Presentations to Conferences |
Consultancy to Large Company
Market Strategy |
|
Strategic and Solution Selling |
Corporate Servers/PCs/Software |
|
Sales and Technical Training
of Salespeople |
Networks |
|
Industrial Technology and
Management Degree |
Leasing and Finance |
CONTACT
E-Mail coaching@tgtips.com.
EDUCATION AND QUALIFICATIONS
·
Accredited
by Miller Heiman to deliver Strategic Selling (Bluesheets)
·
SPQ
Gold Qualified for Sales Call Reluctance testing and feedback
·
Level
B Qualified for administering Psychometric Testing including Myers Briggs
·
Humanistic
Psychotherapy Training to Postgraduate Level
·
BSc Degree in Industrial Technology and
Management,
·
4
'A' Levels in Maths, Physics, Chemistry, and General Studies
·
7
'O' Levels including Maths and English
Experience
2001 to Present Training
Consultant – TGtips
·
Developed
Sales Competency framework for Fujitsu Australia
·
Developed
and Delivering Sales Training and Sales Programme for DMR
·
Delivering
Sales Training to ANZ Small to Medium Business Banking
·
Presented
to Chief Executive Organisations on the Future of the Internet
·
Selling
and Developing Competency/Web based Sales Development System
·
Set
up TGtips Pty Limited company and built business/personal website
·
Writing
book on Selling, Self Development and Motivation
1998 to 2001 Senior
Consultant - ICL/Knowledgepool Consultancy
·
Trained
over 200 Salespeople, with core and advanced selling skills.
·
Developed
and Delivered courses on Sales Call Reluctance and Motivation Skills to over 60
Salespeople, Sales Managers, and Consultants.
·
Completed
training of 60 Salespeople for the pilot implementation of Siebel CRM, in ICL
·
Developed
Sales Competency based system for staff development, assessment and appraisal
·
Successfully
presented to Sales Conferences of 250+ people in E-Skilling/Future Business
Models.
·
Technically
trained over 200 British Telecom Account and Sales Managers.
·
Implemented
train the trainer courses for 30+ people in Local Government for Oracle
Financials.
·
Ran
Psychometric Testing, coaching and feedback for key individuals and groups.
1991
to 1998 Sales
Account Manager - ICL (Local Government)
·
Regularly
achieved sales targets in 1991-1997, sold and managed several £1m+ margin
projects
·
Developed
strong relationships with Local Government clients, assisting them at all
levels in their decision process.
·
Strategic
Sales Consultant responsible for working with 25 Local Government Authorities,
including 20 Large Server sites and associated workstation networks.
·
Won
1996 Sales Team of the year in ICL’s largest division.
·
First
sale and implementation of new large server across ICL client base.
The client bought on trust prior to launch and without seeing the product!
1988
to 1991 Sales
Account Manager - Unisys (Central Government/Law Enforcement)
·
Regularly
achieved target 1988- 1991, and associated sales objectives.
·
Short-listed
on 90% of all bids to Central Government, gaining extensive knowledge of large
Government UNIX/PC procurements including the strategy required to developed
new business contacts, achieve shortlist and pricing to win large
procurements.
·
Account
managed installation of systems worth £3.8 million at the Crown Prosecution
Service, consisting of Oracle software development through Sema (Hoskyns) and
70 Unix systems.
·
Managed
procurement and achieved shortlist on £20 million procurement at the Training
Agency and short listed on £4 million procurement at the Department of
Employment.
·
Account
managed 35 magistrate court systems and Police new business, strengthening
contacts and increasing customer satisfaction.
1983
to 1988 Sales Executive - ICL (National
Health Service)
·
Achieved
120% of target in first year selling and sold the first ICL clinical expert
system to the National Health Service.
Regularly continued to achieve target after first year of selling
·
Managed
industrial trainees. Recruited an Account Development Manager.
·
Produced
technical proposals for customers, which resulted in ICL winning £500k worth of
business in the National Health Service.